Dentists Shouldn’t Have to Sell Their Case Solutions

I’m the son of a very successful dentist in the greater Louisville, Kentucky, area. I also happen to know thousands of dentists. And one thing I’ve learned is that almost all dentists hate trying to sell their case solutions to patients. That’s not surprising, really. Dentists love solving dental patients’ problems, but doctors are kind of at sea when the patient is the problem. There’s a way you can enjoy presenting your case solutions, and I’ll be right back after the break to tell you what it is. Stay tuned.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast™.

– You know, sometimes I feel sorry for salespeople.

– Particularly the ones who have to make a lot of cold calls.

– It doesn’t matter how good the product or service is that they’re selling or how well it would solve a customer’s problem.

– If the initial pitch doesn’t capture the prospect’s interest, the call is going nowhere.

– After the pitch, there’s a process of developing trust between the sales rep and the customer.

– People in general are suspicious when they’re hit with a sales pitch out of the blue.

– Part of the reason why so many sales calls fail is that there’s no trust established between the sales rep and the customer.

– The lack of trust between patient and dentist is a big part of the reason why selling case solutions is so difficult.

– Think about it – someone has consulted your practice for the first time.

– After an examination and imaging, you tell them that they need to spend 2,000, 5,000, or 10,000 dollars on dental work.

– Even if you take the time to explain your findings, discuss the likely outcomes of not taking action, and offer the best solution to their problem, they’ll likely balk.

– I can’t say that I blame them.

– The need to spend that kind of money is a lot to take on faith.

– And patients understandably need to know that they can trust the dentist to have their best interests in mind.